InstaSafe always been transparent with partners when it comes to business communication

Romita Das 
Manager - Channels and Distributions, Global - InstaSafe 

InstaSafe’s innovative approach replaces conventional partner schemes that are based on pure revenues, and will benefit large, mid-sized and boutique partners equally by rewarding them based on their investments in customer interactions rather than pure sales results. 

Partner programs vary from company to company based on their size, volume, and expertise. However, the overall objective of most corporate partner programs is to win partner mindshare and future growth. The success of corporate partner programs in India depends heavily on how robust, friendly, and committed the channel policies they have designed to address the hyper competitive technology industry in India. A well-structured partner program should be mutually beneficial. When partners succeed, the OEMs also benefit.  

InstaSafe as a team has always been very transparent when it comes to business communications, before any deal that we sign up with a partner or a distributor from planning to commercials we keep it very transparent. Our deal registration process to closing deals are discussed with the partners, deals are locked in our CRM, where our partners can track the entire process with their access until the closure of the deal.  

In case there is a change request from the customer while on the sales cycle, we clearly communicate to our partners to avoid any further confusions. Partners and distributors are very crucial to any cybersecurity business model, in fact they are an extended arm of our team.  

We as a company recently started working with partners and such incentives definitely help to keep the team motivated. We do release quarterly SPIFFs for our partners, so that we can incentivise and motivate our partners through such plans. 

Measuring partner success is crucial for joint collaboration, specifically when an OEM is working closely with the channel community. We at InstaSafe also follow a regular cadence with our partners to measure the progress and plan ahead on each lead status, so we are in sync. Finally, an ABR happens with our management to measure the success and work on the things that could have been improved. 

It helps gauge the effectiveness of collaboration and mutual investment between partner and OEM. Few key points to consider when measuring partner enablement in a co-sell program. Determine if partners have achieved relevant certifications or competencies that validate their expertise in selling or implementing InstaSafe’s solutions, tracking and maintaining deal registrations.